Sr. Director of Trade Operations @ Covis Pharmaceuticals
Director of Trade Accounts and Distribution @
National Account Manager, Trade Accounts @ Eli Lilly and Company
BSChE, Chemical Engineering @
University of Tennessee-Knoxville
Sr. Director of Trade Operations @ From July 2014 to Present (1 year 6 months) Director of Trade Accounts and Distribution @ Challenged to develop and execute a unique distribution network for the first obesity medication launched in over 13 years. Product approved as a CIV controlled substance with a REMS and originally dispensed via limited mail
Sr. Director of Trade Operations @ From July 2014 to Present (1 year 6 months) Director of Trade Accounts and Distribution @ Challenged to develop and execute a unique distribution network for the first obesity medication launched in over 13 years. Product approved as a CIV controlled substance with a REMS and originally dispensed via limited mail distribution (combination of national chain mail orders and specialty pharmacies). After initial product launch in 2012, a REMS modification was submitted to expand patient access to product. The REMS requirements presented interesting challenges to the distribution system because it was unlike any other REMS program in existence.
•Responsible for building and implementing the limited mail network system (SOPs for REMS requirements, data execution, and contract compliance).
•Partnered with Medical to create and negotiate the REMS modification with the FDA (one of three to present) to expand the channel beyond mail order only to include the retail channel as part of product approval. Expansion to retail creates >$750M in additional value per year for the long term forecast for Qsymia.
•Identify, develop, and manage the execution of the retail network expansion for the REMS modification project (multi-million dollar project). Project management responsibilities include chain identification, cross-functional leadership and communication, budget monitoring, tasks approval, resource allocation, and managing multiple vendors across one project.
-Brought Qsymia to the retail channel in From April 2012 to July 2014 (2 years 4 months) National Account Manager, Trade Accounts @ National Account Manager recruited to Trade Team to manage full Lilly portfolio for wholesale, retail, specialty pharmacy, and specialty distribution accounts.
•Actively managed distribution and fee-for-service type contracts for all customer types, representing account management of ~$4B / year.
•Maintained patient accessibility to products through inventory management at customer level.
•Worked cross-functionally across brand teams, managed markets, legal, new product planning, manufacturing, distribution, packaging, and sales to maximize business opportunities and operational efficiencies through analytics and Six Sigma processes; provided accurate view of business for product/financial forecasting model.
•Interfaced with C-level executives, purchasing directors, and category managers.
•Resolved issues related to returns, FFS payments, chargebacks, inventory management, and contracts on a daily/weekly basis.
•Managed product launches by effectively and accurately communicating with wholesalers and retailers to stock (as appropriate) new products while working with brand teams and distribution to ensure information and shipments were coordinated in a timely fashion.
•Maintained Executive Partnership Program relationship between Lilly and AmerisourceBergen executives to create an avenue for idea sharing and creating and aligning potential opportunities.
•Key customers included AmerisourceBergen (Drug Corporation, Specialty Group, and Consulting Services), CuraScript Specialty Pharmacy/Distribution, Accredo, Express Scripts Mail, Medco Mail, Publix, several regional specialty pharmacies, retailers, and wholesalers.
•Led Six Sigma project to develop new specialty pharmacy contracting strategy for service agreements.
•Decreased returns for an off-patent product by $3.1M by negotiating with customers to perform an internal transfer (never been performed before).
•Successfully executed a Distribution Agreement with AmerisourceBergen Blanco (Puerto Rico). From December 2009 to April 2012 (2 years 5 months) Specialty Pharmacy Account Manager @ Account Manager for Lilly specialty products for managed care organizations and specialty pharmacies responsible for business case development, contract negotiation, gaining/maintaining formulary access, relationship management, and industry knowledge.
•Actively managed specialty pharmacy contracts (~$120M) by ensuring contract compliance in regards to disadvantaging activities, site locations, and product requirements.
•Worked cross-functionally with brand teams, contract administration, and Regional/National Account Managers to identify, develop, and execute successful contracts with customers.
•Actively worked with sales teams to ensure rapid uptake of formulary wins and pull-through of positive share-of-market formulary access.
•Customers included CuraScript Specialty Pharmacy, WellCare Specialty Pharmacy, ProCare Rx, Blue Cross/Blue Shield-Alabama, Maxor/IV Solutions, several small regional specialty pharmacies, multiple managed care plans. Successfully managed two geographies representing 22 states.
•Managed an HGH contract to drive SOM from 0% to 50% in three quarters by partnering with the pharmacy to drive formulary adherence. Contract generated $2M in annual sales.
•Successfully launched two new devices and created need for resources to be sent directly to patients (customers saw this as a “win” for themselves/patients despite added costs). From April 2008 to December 2009 (1 year 9 months) Pharmaceutical Sales Representative @ Territory manager for diabetes business unit responsible for growing NRx, TRx, and SOM for all products in portfolio through customer development and partnering.
•Launched Cialis, a blockbuster drug for Erectile Dysfunction, as the Product Champ. Provided education, coaching, and best practices to 13-person team to accelerate adoption of the drug and drive District Team to #3 in the nation. Named Cialis Champ of the Southeast for launch year.
•Ranked in Top 30% for two consecutive years with product high rank of #27 for Forteo (osteoporosis). Increased Evista (osteoporosis) from #312 to #23 in one year.
•Partnered with Hospital Account Specialist to have Lilly insulins as the preferred product for the largest NW Georgia area hospital.
•Director’s Council Rep for two consecutive years – top rep per district, selection based on sales results and leadership within team. From July 2003 to April 2008 (4 years 10 months) Lead Engineer @ Managed configuration, development, and implementation phases of new hardware and software projects to generate over $30M in revenues.
•Increased customer satisfaction and repeat business by ensuring customer compliance through the development of system specifications and testing of all systems.
•Generated product quotes that resulted in additional purchases in 20% of customer accounts.
•Developed order process methodologies that resulted in increased efficiency. From May 2000 to July 2003 (3 years 3 months) Project Engineer @ Provided process control engineering support, including design, troubleshooting, performance reporting, and participating in project teams, to customers in the chemical, pulp & paper, and oil & gas industries.
•Led graphics team on multinational chemical project in designing, implementing, and troubleshooting control graphics to operate a pipeline through the Andes Mountains; Ensured that all interfaces met customer and compliance standards and reported the progress to senior management and customer team.
•Member of Six Sigma Black Belt project that resulted in increased engineering productivity and a significant decrease in documentation and travel costs. From January 1999 to May 2000 (1 year 5 months)
Master of Business Administration, Marketing/Management @ Emory University - Goizueta Business School From 2000 to 2003 BSChE, Chemical Engineering @ University of Tennessee-Knoxville From 1994 to 1998 Brandy Vachtsevanos is skilled in: Pharmaceutical Industry, Pharmaceutical Sales, Cross-functional Team Leadership, Product Launch, Managed Care, Sales Effectiveness, Biotechnology, Sales Operations, Urology, Oncology, Key Account Management, Competitive Analysis, Healthcare, Forecasting, Diabetes
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